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A good moment is in the offer/counter-offer phase. If you're talking numbers, when the person across the table says, "We'd like to offer you $x to join our team", don't instantly reply, but sit and mull it over. (If this is happening over email, turn a few seconds into an hour or so. Similar practice.) If you immediately say "no" it could give the impression you aren't interested or even considering them. By giving a few seconds of silence, it telegraphs, "I'm interested in this job. I'm considering this carefully." Then, give a counter-offer*. After your initial silence, you can say something like, "That is an interesting offer. I really like $Company, and I want to work here. Could we (don't use I/you, use "we") consider $x+n? I think that reflects my skills and experience well." And don't say anything else, wait for the other party to break silence. Don't elaborate on your skills, no "What I mean is..." -- they've seen your resume, your code challenge, etc. It is hard to do, but it can be very effective. Just make sure you keep a polite but firm stance. If they won't move on base pay, move to looking at signing bonuses, equity, etc. --- * You almost always should do this, by the way. If you are at the point where a job offer is extended, any place worth working at is not going to instantly rescind the offer because you had the audacity to ask. Its letting the sunk cost fallacy work in your favor. |
Stay silent, take time to think, show excitement but not too much